How do we uncover and prioritize a customer’s true motives, needs, goals, and also expand the buying criteria?
The answer is deeper and more skilled probing through the use of Striker Questions.
In this module we will cover how to use Striker Questions to probe deeper and broader to uncover needs and engage the customer in a provocative dialogue.
Validate questions quantify or articulate desired results.
Challenge questions provide 3rd party information or executive statements to react to thus providing the customer with a reality check.
Compare questions analyze a hierarchy of values.
Rank questions identify and gain agreement on the buyer’s needs, and goals.
Shock questions introduce hypotheticals that elevate the risk of not acting. In other words, “what would happen if…”
Futurize questions present future upsides, ask for the ideal result, or focus on the potential benefit.
The best Striker Questions are those that not only the salesperson doesn’t know the answer to, but your customer also doesn’t know the answer to until you ask the question.
Remember – your customers are well informed – they may know as much about you and your competitors as you do. Asking the same old boring questions your customers already know the answers to – will most often cause them to disengage.
Striker Questions are provocative by design – designed to provoke a response.